Jonathan Farrington interviews Deb Calvert.
I hear you use the word “connect” quite a bit. Why is that?
When I say “connect,” I mean it like Super Glue and not like a Post-It Note. The word itself means to join, unite or tie together. In our hurry-up world, we sometimes get superficially associated instead of truly connecting with others. So I’m on a mission to restore genuine connections that count.
In sales, nothing happens until a connection is established. So my book isn’t just DISCOVER Questions . It’s DISCOVER Questions™ Get You Connected. We host a radio show called CONNECT! My sales blog and training workshops are called CONNECT2Sell and my leadership blog and leadership development programs are CONNECT2Lead. We call our network the CONNECT! Community.
Connect is THE word that best represents what we help people do.
Speaking of your book, you’ve had some recent developments?
Yes! I was very honored that DISCOVER Questions™ Get You Connected was selected for two Summer Reading Lists. The prestigious one that Nancy Bleeke and Sales Pro Insider put out annually and, more recently, the Top 50 Summer Reads from Top Sales World.
Also, just 2 weeks ago we released the eBook version. On top of that, the 4-color training workbook and facilitator guides are all available now, too.
What’s next for DISCOVER Questions™?
The industry-specific extension eBooks for sellers with the book for media sales reps just a few weeks away now… the workshops… and the next book in the series for professional coaches… And that’s just over the next 6 months! Stay tuned!
Who’s the workshop for?
Sales teams that want their sellers to become differentiated so they can cut out continuances, put an end to pending and stop stalling out. We teach sellers to connect with their buyers so they can advance the sale.
Your work is all about getting people connected. Tell us about how you do that on your radio show.
CONNECT! Online Radio for Selling Professionals is dedicated to helping sellers connect with buyers. Each week we bring the world’s leading sales experts and authorities on air, live, to help listeners tackle their toughest selling challenges. Like the books, the radio show helps sellers to advance the sale by making faster and stronger connections. We have a pretty good time on air, too! To listen live, you can go to my.blogtalkradio.com/host/segments.aspx#/upcoming and the archives are in the CONNECT! store on iTunes.